The other day, a sales person I had coached a few years ago called me up. He was … [Read more...]
Tag: Building Relationships
What's It Take To Be A Major Account Rep?
Selling Through A Slump Posted on April, 2009
This new ebook from 11 top sales professionals and bloggers (yes, I'm putting … [Read more...]
Where You Are Depends On Your Point Of View, A Fragile Sales Ecosystem Posted on April, 2009
I've gotten a number of very positive comments on my post last week: If Your … [Read more...]
Delivering Happiness! Zappo's Posted on March, 2009
Zappo's is one of the hottest and most innovative companies around. This is an … [Read more...]
If Your Suppliers Are In Trouble, Then You Are In Bigger Trouble! Posted on March, 2009
I usually direct this blog to sales and business professionals, focusing many of … [Read more...]
SBWA -- Selling By Wandering Around Posted on March, 2009
In their 1982 book, In Search Of Excellence, Peters and Waterman coined the … [Read more...]
Akamai Has It Right! Engage Customers In A Different Conversation Posted on March, 2009
I've been fascinated by Paul Sagan's interview in Network World. I've written … [Read more...]
Moving Beyond Selling To Building Collaborative Relationships Posted on March, 2009
I'm reading Price Waterhouse Coopers 12th Annual Global CEO Survey. It has a lot … [Read more...]
Social Networking---Lot’s of Friends, No One Wants To Know Me Posted on February, 2009
I’m ashamed to admit it, but I am a relative newbie in Social Networking. I’ve … [Read more...]
Focus On Your Customer's Need To Buy, Not Your Need To Sell! Posted on February, 2009
All sales people, today, sell solutions. At least that’s what most sales people … [Read more...]